Sales Account Executive

Mark Howard Hughey

**** ********* *****

Allen, TX 75013

H: 214-***-**** C: 214-***-****

********@*****.***

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Senior Technology Sales Executive

Driving Revenue Growth utilizing Strategic Solution Selling Expertise

PROFILE

. Creative entrepreneur and technology sales professional with solid

experience in multi-faceted outbound sales through internet prospecting,

cold calling, territory management and relationship building; an expert

in delivering high end enterprise software solutions.

. Strong analytical skills, proficient in needs identification, resource

integration and intuitive distillation of customer concerns to deliver

best / most profitable results. Committed to the application of proven

consultative sales methods, focusing on customer needs fulfillment,

satisfaction and retention.

. Award winning salesperson, adept at prospecting, acquiring and closing

technically complex sales deals combined with demonstrated expertise in

contract negotiation and relationship management involving Fortune 1000

executive level management.

. Proficient in formulating strategic business models and tactical sales

plans that leverage competitive market positioning. Skilled in scanning

and analyzing industry trends and business environments to quickly

identify high-traffic sales opportunities driving profitable revenue

stream development. Experienced developing effective responses to RFPs.

EXPERIENCE

1099 Sales Consulting for software publishers, Dallas, TX

2008- 2009

IT software sales consulting for two software companies. 1) One that

develops Application Portfolio Management software intelligence (SOA) tools

for Global 2000 companies in Healthcare, Financial Services and Retail

industries. Main product is a multi-platform, though mostly mainframe,

search tool used to perform search on server platforms and reduce search

MIPS on legacy platforms. 2) Application Software sales for DME ( Durable

Medical Equipment) providers from patient intake to inventory management

to delivery and billing.

Sales Consultant

. Created, prospected new sales opportunities with F1000 corporate clients

using strategic solution sales process. Established strategic and

consultative relationships with C-level executives and senior leaders

from industries including Healthcare, Retail and Financial services.

Individual sales contributor as well as developing marketing content used

in marketing campaigns.

EDGEWATER TECHNOLOGY, Dallas, TX

2007- 2008

IT consulting services company providing horizontal services and

capabilities packaged with vertical expertise in CPG, Healthcare,

Insurance, Retail, Energy and various emerging markets

Business Development Representative

. Created, prospected and closed new sales opportunities with corporate

clients using strategic solution sales process. Established strategic and

consultative relationships with C-level executives and senior leaders

from industries including Healthcare, Retail and Insurance, as well as

clients in emerging markets in the $400 million to $2 billion size.

C. PITMAN BAKER AND ASSOCIATES, Irving, TX

2004-2007

IT consulting and custom software solutions in E-Business, Enterprise

Resource Planning ( ERP), Web Site and Interactive Media Design and

Development, Automated Data Collection and RFID.

Account Executive

. Created, prospected, developed and closed new business opportunities

through effective solution sales cycle management, starting from client

prospecting to sales closing.

. Managed clients representing $1.2 million average annual revenue.

. Consulting software services and development sales. OpenSource solutions,

mobile applications, RFID, custom ERP solutions. .NET, Java platform

work. Business Analyst skill sets used, but definitely and purely a

hunter sales position for new clients. Our OpenSource offerings were

usually a combination of parts of existing code and modified custom plug-

in to make a custom fit. Prospect, develop a Use Case and present that

to the client for the offering to be signed off on.

Cytiva Corporation, Dallas, TX

2002-2004

Technology Company providing software and application for human resource

and career search purposes.

Senior Sales Executive

Prospected, developed and closed sales opportunities with top level

executives from Operations, Finance, Human Resource and Information

Technology companies.

. Prospected, developed and closed sales by conducting on-site visits and

creating high impact presentations as well as using web presentations and

conference call to generate clients and secure sales.

PEOPLECLICK, Irving, TX

2001-2002

Technology Company providing software and application for applicant

tracking / recruiting, succession planning, EEO and outsourcing services.

Account Executive I

Established new business account utilizing "Milller-Heiman Strategic

Solution Selling Method. Developed mutual relationship with VP and C-level

executives from Fortune 1000 companies.

. Slashed new account identification and acquisition process to four months

(six months normal time)

. Closed 3 sales of software to 3 different large corporations representing

over $500,000 revenue from new business.

. Established new client base in the industry where there is no previous

sales history.

. Finished the year with 108% of quota from a zero backlog start.

HUGHEY SYSTEMS GROUP, Dallas, TX

1996-2001

IBM Hardware reseller/broker for new and refurbished large system product.

Senior Sales Executive

Launched entrepreneurial venture providing service in large system trading,

Enterprise Resource Planning, High Availability and Customer Relationship

Management.

. Developed mutual relationship with executive and C-level clients

utilizing effective marketing skills encompassing cold calling, personal

visits, direct mail marketing and aggressive follow-through, combined

with consultative sales method and solution oriented approach.

. Directed export of IBM large system hardware that provides store system

P.O.S. computer equipment for numerous U.S. Retail Company representing

$6 billion in revenue.

DEMPSEY BUSINESS SYSTEMS, Irving, California and Dallas, TX

1988-1996

IBM Business Partner specializing in leasing and selling IBM computer

products.

Account Executive

Started and managed Dallas remote office for 6 years. Developed sales

strategy developing new clients for my area in a hunter position. utilizing

cold calling, personal visits and aggressive follow up initiatives.

Achieved 125-128% of sales quota; awarded Salesman of The Year. I take a

special pride in an award that was initiated in my honor, given to me for

the first time, and is still given today at the company occasionally, for

high ethical standards in all business dealings for the company.

EDUCATION

UNIVERSITY OF DALLAS, Irving, TX

Master of Business Administration- Major: Marketing

UNIVERSITY OF ARIZONA, Tucson, AZ

B.A Psychology

TRAINING

Sandler Sales Training; ITIL Certified; Karass Effective Negotiation

Training; Miller-Heiman Strategic Solution Selling Training

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